Selling Cloud Computing Solutions




Selling Cloud Computing Solutions Training Class Summary

This one-day course provides a solid foundation in cloud computing. The course starts with a Cloud Reference Model and a common set of definitions for service models including managed services, platform as a service (PaaS), infrastructure as a service (IaaS), and software as a service (SaaS). The market for those services is explored and a market segmentation model is reviewed in order to better understand your potential customers. The competitive landscape is reviewed and an exercise regarding strengths, weaknesses, opportunities, and threats is conducted to reinforce learning. A financial modeling module will explore issues in determining the total cost of ownership of an existing computing paradigm vis-à-vis migrating to a cloud-based solution. The course then covers objection handling and closes with a discussion on post implementation follow-through.

Audience: Sales engineers responsible for selling cloud computing and managed services.

Prerequisites: Familiarity with enterprise level IT requirements. No programming experience is required.

Class Length: 1 Day

Selling Cloud Computing Solutions Training Class Objectives
  • Be able to describe Cloud Reference Model.
  • Be able to describe each type of service model.
  • Be able to identify who you should be selling to.
  • Understand what do your customers need (what problems are you solving).
  • Be able to distinguish decision makers, buyers, and influencers.
  • Understand the major competitors for each of the cloud service models, their strengths and weaknesses.
  • Be able to speak to the Strengths, Weaknesses, Opportunities, and Threats (SWOT) of your product offering.
  • Be able to cost justify your product offering.
  • Be able to effectively handle typical objections to cloud computing service models.
  • Be able to identifying potential for additional sales based on post implementation analysis.
Selling Cloud Computing Solutions Training Class Detailed Outline
  1. Basic Concepts and Definitions
    • Cloud Reference Model
    • The IT outsourcing spectrum
    • Wholesale datacenters
    • Colocation
    • Managed services
    • Infrastructure as a Service (IaaS)
    • Platform as a Service (PaaS)
    • Software as a Service (SaaS)
    • Private vs. public clouds
  2. Market for IT Outsourced Services
    • Identifying Customers
    • Problems your customers are trying to solve
    • Decision makers, buyers, and influencers
  3. Competitive Landscape
    • Who are the players in each of the market segments
    • Strengths and weaknesses for major players
  4. Strengths, Weaknesses, Opportunities, and Threats (SWOT) Analysis
    • Exercise
  5. Financial Modeling / Cost Justification
    • Infrastructure cost heuristics
    • IT governance issues impacting cloud adoption
    • Factors in costing existing computing paradigm
    • Costing cloud-based solutions
  6. Objection Handling
    • Physical security concerns
    • Data center “Tiering” and redundancy
    • Network security concerns
    • Application security concerns
    • Latency concerns
  7. Post Implementation Follow-Through
    • Account Reviews
    • Identifying the potential for additional Sales